1. 1 Welcome to the 39 th IATTO FORUM – EXPORT SUMMIT II Inspiring Trade Globally 25-27 September in Thessaloniki, Greece 2014 Rome 2013 Thessaloniki 2012 Tallin 2011 Xindu, China 2010 Brussels 2009 Cannes 2008 Stockholm -

2. 2 IATTO International Association of Trade Training Organisations ” We promote excellence in the field of international trade training and networking worldwide since 1971”

3. 3 An annual Forum for trade knowledge exchange and international networking A worldwide recognized accreditation, certification and professional designation system An opportunity for cross border collaborative partnerships and joint ventures with other members BENEFITS

4. 4 CAPACITY BUILDING International trade training boosting export in SMEs Capacity building is the most important aspect that should be stimulated by the support measure. International competences of the enterprises should be trained. ( EIM Business & Policy Research – 27 countries in EU, 2011) Export rose by 800.000 euro in Slovenian SMEs in the first year after completion of the international trade training and 1 million euro in Estonia.

5. 5 TRADE BARRIERS in international trade training The growth of SMEs is an issue of concern worldwide. In spite of the Single Market in Europe and free trade agreements elswhere there are still obstacles for SMEs to overcome in order to be able to increase their exports. This is of strategic importance to small and developing countries whose economies are largely export dependent.

6. 6 Lack of trade skills In order for SMEs to operate across national borders, they require access to appropriately trained and qulified staff. This can often be the biggest obstacle to their growth. The solution is not only advisory and consultancy services but capacity building within the company

7. 7 The knowledge-doing gap According to an article in Harvard Business Review (February 2013) the ‘knowledge-doing gap’ between universities anand SMEs is another obstacle. Knowledge must be turned into action to be applicable in an SME. Simply knowing how to conduct international negotiations is not enough; you have to do it in real life when operating a company. To achieve this, SMEs can benefit from an export coach with business experience. International trade training must take place in parallel with working in a company to bridge the gap between universities and SMEs

8. 8 SMEs are situated in rural areas Many SMEs are situated in rural areas, and have an unknown brand and unknown location, while universities are established in bigger cities. The challenge is clear. How do you attract the best talents to SMEs in competition with large multinational companies? In most cases the latter are situated in cities such as London, Paris and Stockholm. An external ”HR-department” offering recruitment and international trade training could be a solution?

9. 9 Lack of a global qualification system The export profession is not yet recognised as such. A professional designation is needed to give an identity and recognition to colleagues and employers. A global certification of trade training programmes will create transparency and give a quality stamp to a new profession. There is a call for a global system!!!!

10. 10 World Trade Professional A global professional designation gives you a professional identity and recognition among colleagues and employers worldwide An IATTO Diploma in International Trade Management Sign Code of Conduct Agree to continuing education

11. 11 Capacity building is the most effective support measure to generate positive effects on the internationalization of SMEs.

12. 12 Welcome to join IATTO together we can increase export Take the opportunity at this IATTO Forum to network and create new alliances